Course summary
1 day
Next available date: Please enquire for details - United Kingdom

Supplier Behaviour

Psychology of the Seller
Supplier Behaviour- In-House Training Course for Buyers

This one-day Supplier Behaviour course aims to push your buyers out of their comfort zones and put them securely in the shoes of the seller for a day.

Delivered in-house, the unique programme is designed to help buyers understand the psychology, skills and techniques of their counterparts, gaining new insights into the tactics used by suppliers during negotiations. By the end of the programme, they will have the ability to:

  • Appreciate the power of information and psychology in buyer/seller relationships
  • Understand what motivates the sales people they deal with and their priorities
  • Confidently prepare for negotiations with appropriate strategies and tactics
  • Recognise the tools, tactics and conditioning statements used early in negotiations and convince suppliers to settle on more favourable terms

The skills gained will enable participants to negotiate more effectively and ultimately secure better deals for your organisation.

Suitability - Who should attend?

This course is designed for all buyers who want to understand what motivates suppliers.

Training Course Content

Course content includes:

An in-depth look into the supplier’s world

  • What makes the buyer attractive – from a supplier’s perspective?
  • Why some customers are more attractive that others?
  • What are the key drivers from a supplier’s perspective?

Understanding the profile of a successful seller

  • What does good look like?
  • Irritators from a buyer’s perspective
  • Managing the irritators to build relationships
  • What makes them tick

The supplier’s toolkit

  • The belief cycle
  • People buy people first
  • Sales techniques, skills and models for moving buyers
  • The selling process and tools for handling buyer objections

Planning and preparation from a supplier’s perspective


Course costs vary depending on your organisation's specific training needs. Please enquire for an in-house quote.

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Intro to CIPS 2019

Find out more about the world's largest professional body dedicated to procurement and supply.

Provider: Chartered Institute of Procurement & Supply

CIPS - The Chartered Institute of Procurement and Supply

CIPS, the Chartered Institute of Procurement & Supply, exists to promote and develop high standards of professional skill, ability and integrity among all those engaged in procurement and supply chain management: individuals, organisations and the profession as a whole. CIPS'...

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Contact information for Chartered Institute of Procurement & Supply

Chartered Institute of Procurement & Supply

Church Street, Easton on the Hill,
PE9 3NZ Lincolnshire

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